In this webinar, we cover how ISVs, VARs, and SIs can become AWS partners and take advantage of AWS global programs and tools that can help partners grow and manage their business. Learn how partners have leveraged global AWS programs and the AWS Marketplace to quickly cloud-enable their software and make it available for customers worldwide to purchase and run on AWS. You can watch a recording of this webinar on YouTube here: http://youtu.be/A5PGFj8GqoY

1. Ian Massingham, AWS Technical Evangelist @IanMmmm
November 11, 2014

2. In this webinar, you will learn about:
• New trends impacting the way customers purchase technology
• The benefits of the Test Drive program and the AWS
Marketplace to take advantage of those trends
• The investment and requirements to list your offering on the
AWS Marketplace and with the Test Drive program
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2
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3. The AWS Marketplace and the Test Drive program are a
unique proposition to our partners
• AWS is not a traditional IT company : our infrastructure as a service
offering is combined with a unique online retail expertise
• Our unique online retail expertise has allowed us to develop
innovative tools to increase lead generation and sales, online
– The Test Drive program is a program to showcase your offering and generate
leads
– The AWS Marketplace is a successful and fast-growing online store to market
your technology offering
• As an AWS partner, you have access to those tools, this comes on top
of the benefits of being an APN partner
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2
3

4. Agenda
AWS Marketplace: overview and benefits
Test Drive: overview and benefits
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2

5. Customers Can’t Afford to Be Slow
Old World: Infrastructure and software in weeks or months

6. What is AWS Marketplace?
• Browse, test and buy
enterprise IT and business
software
• Consume as needed,
without overprovisioning
• Integrated AWS
procurement and payments
• Compliance management
• Over 1,850 product listings

7. Rapid Pace of Innovation and Growth
Over the last 12 months:
• Usage of software products has increased over 400% in the past 12 months
• Active customers have more than doubled in past 12 months
• Revenue has increased by 4x over 2013, customers are innovating faster
1-Click VPC AWS Marketplace Launch Integration in the EC2 console
AWS Marketplace Management Portal
Free Trial Functionality
Q3 2013 Q4 2013 Q1 2014
Notable Partner
Acquisitions:
• Imperva
• MicroStrategy
• FireEye
Automated CRM For Sellers
Notable Partner
Acquisitions:
• Hewlett-Packard
• Progress Software
• Fortinet
• Tenable
Education Category Launch
Annual Pricing Model
Time Series and Visualizations for Seller Marketing Data
*Product Listings
Q2 2014 Q3 2014
Notable Partner
Acquisitions:
• Cisco
• Alert Logic
• Adobe
Notable Partner
Acquisitions:
• CA Technologies
• Marklogic
Notable Partner • Open Logic
Acquisitions:
• Sophos
• SafeNet
• Citrix

8. Seller Benefits from 30K feet
• Deployed using an Amazon Machine
Image (AMI)
• Support paid and BYOL listings
• 1-Click launch: software is available for
use within minutes and is configured for
AWS, with no need to procure hardware or
install software
• Pay-as-you-go pricing, including options
for hourly, monthly and annual plans
• Free trial support
– No additional developer resources needed
– Customer is automatically switched to paid/
production use without any data migration
• Software charges appear on AWS bill, no
need to set up accounts with each seller –
we meter and collect

9. How does it work?
AWS Marketplace – found via
SEM/SEO, campaigns, AWS
main site and partner driven
traffic
Customer can use search
function or by category, find
products, read reviews and
detail pages
Customer selects version,
pricing plan, instance size and
region
Customer metered for all use,
billed end of month, Seller is
paid directly by AWS
Clicks on 1-Click button,
agrees to EULA, and launches
software – can be managed in
EC2 Console

10. Next Steps?
• Visit aws.amazon.com/marketplace
• Join the APN, the AWS partner network
• Register and list your product in AWS
Marketplace

11. Agenda
AWS Marketplace: overview and benefits
Test Drive: overview and benefits
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12. Customers & Partners Need to:
• Try & explore new software, quickly and easily
• Access systems for training, education, PoC
• Test solutions to ensure they work correctly
• Purchase and start using solutions - SaaS
– Quickly (Deploy in Minutes, not Months)
– Easily (1-Click Launch, 1-Click Login)
– Friction Free (No waiting for anything)

13. Hands-On Labs
Simple Access to Complex IT Solutions

14. Try it now free
http://aws.amazon.com/testdrive/

15. Test Drive : business benefits
• Reduce evaluation times
• Improves the “Time to Value” for customers
• Instant Access to systems for training, PoC, test
• Removes hardware as being a precious commodity
• Evaluate, procure, deploy and use solutions
• Quickly, easily, friction free

16. Your Solution Stack,
Natively on the Web
Friction Free, Self Service
Simple, Single Click Access to Complex IT Solutions

17. Self Service Deployments
• Consultation
• Education
• Demo
• PoC
• Dev / Test
• Sales

18. Rehydrate Your Solution into the Ideal State
• Your Reference Implementation in 15 minutes
– Compute, Storage, Network, Sample Data
– Installed, Patched, Managed, Secured, Exact, Ready to Demo
• Your Killer Demo, Worthy of being in a Keynote!

19. How Test Drive works

20. AWS CloudFormation Service
• JSON Scripting Environment
• Automates Infrastructure Provisioning
– Compute, Network, Storage, Services

21. AWS Test Drive AWS.amazon.com/TestDrive
Oracle, SAP, Red Hat, Alfresco, Trend, Microsoft…
Big Data, Security, LMS, Japan, Brazil, India
AWS.amazon.com/TestDrive/Microsoft
Booz Allen, InfoReliance, 2nd Watch, Metalogix...
amazon.com
http://metalogix.testdrivelabs.com/
Registration / Login Widget
Metalogix.com
Red List, Green List, Decision Logic
Email User the Test Drive Lab Status
Lab Launcher Page
Video, Lab Manual, Launch Stack
Compute Network Storage
EC2 AMIs VPC
RDP
SSH
HTTP
S3 EBS
Your Test Drive
Stack
Test Drive Framework

22. Test Drive demo

24. AWS directs our users to your site

25. User Directed to
Partner’s Web
Site

26. Test Drive 3.0
Widget

27. Registration

28. Success

29. Lab
Launcher
Page

30. Launching
Lab

31. Lab
Launched
IP Address
in Output
Section

32. Email Received with Hot Links

33. Login to
SharePoint

34. SharePoint
Welcome
Screen

35. Buy via
AWS
Marketplace

36. Buy

37. Test Drive in brief

38. Test Drive Program in a nutshell
• Implicit and explicit endorsements between partners
– ISVs
– SIs
– AWS
• AWS directs users from our web site to your site
• You register the users, decide if you want to issue a lab
• You follow-up on the user registrations as leads
• Test Drive lab analytics accessible by both you and AWS

39. Test Drive Requirements
• APN Standard or above level of membership
• All products must be available for production use on AWS
with a public URL containing a statement of support for AWS
• Test Drive lab analytics are accessible by you and AWS
• $3,000 to build your Test Drive, plus standard AWS costs
• $1,000 per year charge for Test Drive 3.0 framework access, supports unlimited labs
• $1,000 one-time onboarding fee for “white glove” service from REAN Cloud
• $1,000 in AWS infrastructure charges, this is a budgetary figure only
• Standard AWS infrastructure charges apply for running Labs

40. 3 Step Sales Motion via AWS
Automating the existing sales channel
1. Test Drive – Try IT
– Demos and education
– ½ day for free
– Single user systems
– Sample data
2. Trials / PoC
– Evaluation systems
– Typically 30 to 90 days for free or a fee
– Multiple user systems
– Consulting to copy a subset of customer data to evaluate
3. Sells – Buy IT
– Consulting to migrate user data to the new system
– Dev, Test, Training, and Production workloads

41. Next Steps: Test Drive
• Become an APN Member
• Decide to build your Test Drive Lab
• Email awstestdrive@amazon.com for onboarding
• Assemble your team
– Business, Technical, Marketing
• Use the Test Drive Program Manual, located here
• Launch your Test Drive labs with AWS!

42. Partner Educate in London on November 19
One day to in the London Holborn Amazon offices to
learn more about AWS, meet with the AWS team, get the latest updates
Register from the training tab of your APN portal
©Amazon.com, Inc. and its affiliates. All rights reserved.

43. Ian Massingham – Technical Evangelist
@IanMmmm
@AWS_UKI for local AWS events & news
@AWScloud for Global AWS News and Announcements
©Amazon.com, Inc. and its affiliates. All rights reserved.